Coach reps on more than attainment
Rep Benchmarks sets every rep against the team on win rate and average won deal. Find who is below both, open their page and agree one coaching step.
The job
“I want to see who needs coaching before the attainment number shows it.”
- Sales managers
- Sales leaders
- Sales enablement
Attainment ranks reps by outcome, and outcome arrives late. Two reps at the same attainment can be in very different positions: one wins most of what they work at a small size, the other wins rarely but large. They need different coaching, and the attainment column cannot tell them apart.
Win rate and average won deal can. Set side by side against the team averages, they split the team into reps who are above both, above on one, and below both, and each group needs a different one-to-one.
What it moves
- Coaching action completion
- Quota attainment
- Win rate
The division of labour
What RevTech does, and where you decide
In the product
How to do it
- Step 1 of 5
Open Rep Benchmarks for the period
Open Reporting → Rep Benchmarks and set Team, Fiscal Year and Quarter in the header. The cards give the Team win rate, Avg won deal, Won, Open pipeline and Below both averages, which names the reps under the team on both measures.
The Rep Benchmarks report. Cards show team win rate, average won deal, open pipeline and how many reps sit below both averages. A quadrant chart plots each rep’s win rate against their average won deal, beside a chart of attainment by rep. Sample data. Screenshot of the RevTech application; sample data. Rep Benchmarks in the demo workspace: team averages above the win rate × average won deal quadrant and attainment by rep. - Step 2 of 5
Read the quadrant, not the ranking
Win rate × average won deal plots each rep against the team averages, drawn as dashed lines, coloured Above both, Above on one or Below both, with bubble size for open pipeline. Above on one is the group where coaching is most specific: a high win rate on small deals is a deal-size conversation, and large deals won rarely is a qualification conversation.
- Step 3 of 5
Check attainment alongside it
Attainment by rep shows won against each rep’s own bookings target for the top twelve reps with a win: green at or over 100%, blue from 70%, amber below. A rep with healthy attainment who sits below both averages is usually being carried by one deal, and is worth a look before the quarter turns.
- Step 4 of 5
Open the rep before the one-to-one
Select a rep in either chart or in the Benchmarks by rep table to open their Rep Performance page, with their pipeline and coverage. Go in with one question from the quadrant rather than a page of numbers.
- Step 5 of 5
End on a coaching step somebody owns
The one-to-one ends with one agreed step: a qualification habit, a deal to multi-thread, a pricing conversation to practise. Dictate it to the Voice Agent and it lands in the Action Center as a task, so it is still there next week. Repeated follow-up gaps arrive on their own, with the activity timeline and coaching prompts attached.
What arrives
What this puts in your Action Center
| Item | What is prepared | How it resolves |
|---|---|---|
| ManagerFollowUp | The activity timeline and coaching prompts behind a repeated follow-up gap | The contact, on its Journey tab |
| TargetAtRisk | A ranking of the deals that would close the gap | Performance |
| TargetAchieved | The attainment breakdown behind crossing the line | Performance |
| ManualTask | Nothing — this is the coaching step you dictated | Acknowledge |
Where this is today
Rep Benchmarks shows no sales cycle or activity counts yet: per-rep cycle time would be dated from the first sync rather than the CRM, and activity has no reporting source, so Rep Performance marks its activity figures as needing backend work. Attainment needs targets:read.
What to take away
- Attainment is an outcome. Win rate and deal size are how it was produced.
- Above on one is where coaching is most specific: it tells you which conversation to have.
- Healthy attainment below both averages usually means one deal is carrying the rep.
- Every one-to-one ends with one step, written down where it will come back.
Go deeper
The material behind this
See how the work gets done.
Explore how agents prepare work across your revenue teams, and how people review it, guide it and decide what happens next. Fictional data. Real product.
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